House of Tan

I want to add to this. So after you make your pitch of the two options, you then ask the most important question imediatly after finishing the second option. Note the phrasing of the question.


“Today, while redeeming your Groupon you have an exclusive opportunity to add another session for just $15?” Or… You can trade in your Groupon and turn that $15 bucks in to thirty five dollars off a 4 session package; this will give you 4 sessions for only $16 each. Which exclusive opportunity would you like to take advantage of today?"

I use simple sales 101 in all my pitches.
-Talk it up
-Offer 2 choices; never offer a ‘yes or no’ question
-Close with the client making a choice.
-Let the client be the next person to speak

The client’s choice should always be between 2 options; not a choice of yes or no. This is why you never offer just 1 upgrade option when they come in.

Because of basic psychology, you never offer more than 2 choices in a face-to-face sales dialect. Three or more choices takes the brain (an exponentially) longer time to decide when compared to a ‘this or that’ type of question. If your client gets frustrated or confused, they may shut down and just say no in order to avoid embarrassment.

Then as Delany mentioned; make sure to promote retail products and other services. I like to keep my focus on a new customer (for any service) to be about that specific service and its related retail products. To promote other services in the salon, I will have a pack of “gift certificates” good for some sort of introduction special (one certificate or card for each individual service).

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Startbucks

bttspa

We did groupon last year for spray tans only, and just ran one this year for a month unlimited ANY bed or 2 spray tans for $29. The one we ran last year only ran for a day and this years ran for 3 days. I definitely think that the 1 day deal is the way to go. We also do 20% off product for new clients, so when the groupons come in we let them know that they will only get the discount the day the bring their groupon in. About 75% of people with groupons have spent an average of $40 on their first visit. Groupon requires at least a 50% discount, it's not to make money immediately, but to let people know you're their and to require new clients. We have retained about 50% of clients who purchased groupon. Their are definitely couponers out there who only buy coupons and never come back (we actually had a woman tell us that when she booked her appointment), but you know what? Groupon has rewards and you can flag customers! Anyone who has come in with a groupon and is rude we flag them on groupon!